Hey Docs! Podcast Recap – Featuring Mari Sawtelle of Mari’s List
Let’s talk gray market, group discounts, and getting the most bang for your ortho buck. On a recent episode of the Hey Docs! podcast, Jill sat down with Mari Sawtelle—founder of Mari’s List and all-around expert in helping orthodontic practices cut costs without cutting corners.
Mari’s List is the largest ortho-exclusive buying group in the U.S., and Mari’s seen it all when it comes to supply chain snags, shady vendors, and practices unknowingly putting themselves (and their patients) at risk.
If you’ve ever been tempted by a too-good-to-be-true deal online, this one’s for you.
The gray market refers to products sold outside of authorized channels—often at a discount, but with zero guarantee that what you’re buying is safe, FDA-compliant, or even legit. Mari shared eye-opening stories about expired goods, knockoff items, and missing traceability. Translation? If there’s ever an incident with a patient, you could be holding the bag… legally and financially.
Moral of the story: don’t trade short-term savings for long-term headaches.
Not all buying groups are created equal.
Mari broke down what to look for when evaluating group purchasing organizations. Transparency is key—no buried fees, kickbacks, or confusing contract terms. Mari’s List is structured to pass every bit of negotiated savings straight to the doctor. That’s the model you want: clean, simple, and built to help you win.
Let’s be honest—supply costs can quietly eat away at your margins. Mari shared her best tips for reining things in:
Get organized with your ordering.
Set up consistent inventory systems.
Take advantage of bulk discounts and quarterly ordering cycles.
It’s not just about saving money—it’s about reclaiming staff time and creating predictability in your operations.
If you’re in the early days of your practice, buying groups aren’t just helpful—they’re essential. Mari talked through how to leverage group pricing on big-ticket equipment like x-ray units and compressors. The right deal at the right time can free up capital for growth in other areas.
Beyond the numbers, Mari’s team takes the time to get to know each practice they work with. They don’t just throw a list at you—they offer personalized advice that actually makes a difference.
Want to meet the Mari’s List crew? They’ll be at the Ulu Pirate Ship party during AAO in Philly (yes, it’s as fun as it sounds). If you’re attending, it’s a great chance to connect and get a feel for what they’re all about.
Bottom line: Knowing where your supplies come from, who’s behind your deals, and how your spending adds up are make-or-break factors in your business. If you're looking to tighten up your purchasing process and avoid costly missteps, this episode is a must-listen.
🎧 Check out the full interview on the Hey Docs! Podcast.